Don't forget about the employee

By neglecting the employee perspective when selling voluntary benefits, you may be leaving credibility and revenue potential on the table.

By Gil Lowerre and Bonnie Brazzell|May 12, 2018 at 10:51 AM

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Gil Lowerre is president at Eastbridge Consulting Group; Bonnie Brazzell is vice president of Eastbridge Consulting Group.

Nearly every benefits broker will tell you that they now sell voluntary. Understandably, many brokers are primarily tuned in to the employer’s voice during the sales process. For some producers, this remains a default mode, born from their roots focusing on medical and other employer-paid group distribution.